June 16, 2010

Prospects lose interest in your pitch for many reasons.So before they do, use it to meet more and higher level people to generate shared interest.

Prepare Yourself

1.Your attitude has to always be, “Get to the leaders.”A prospect’s interest doesn’t mean much if you haven’t talked to the leader.Subordinates can be helpful, but don’t expect them to sell your offering to their bosses.It requires effort and risk for a questionable reward for them.

2.Whenever you approach an opportunity or prospect, ask (in your own words), “Who else will be involved and who do those people report to?” You can’t depend on your contact to generate interest in all the other people who will have a say in the purchase.If your contact is interested, get him or her to introduce you to the other people.

June 01, 2010

Price is tricky.Price could be what s/he wants if everything else is the same. Price could be what someone tells you when they want to get rid of you.Price could be for a resell and the final seller only knows how to sell low price.Price could be what a subordinate thinks the boss wants, as in, “Get us the best deal.”Price could be in this range, or within my budget, or what I can afford.Price could be, “We’re big and we know we can squeeze you.”